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How to avoid talking too much? |
• When does the tendency to talk more than necessary occur?
• Usually, when you fail to provoke the client to dialogue, and to avoid the awkward moments where you stare at each other without saying anything, you start touring...
• How can you avoid this situation?
• Learn to sell insurance
• What does it mean to sell ... |
How can you set your priorities? |
• To deduce what is a priority and what can be postponed, filter each action you intend to take with the following question:
• What do I lose if I delay?
• If the answer is "I don't lose anything concrete", then postpone and do something that is important and urgent
• If the answer is "I lose..., that is, I lose somet... |
I'm not dying! Why should I think about death insurance? To attract death? |
To discuss death insurance. It doesn't mean it attracts death. It means proving that you care about your loved ones. If you're going to die, you die with and without insurance. |
What example could be given to motivate the client to buy life insurance? |
If only every wife knew what every widow knows. In every family there would be life insurance. |
What clauses can be attached to the death policy? |
Clauses can be attached to the death policy. Clauses can be attached to the death insurance that increase the death protection and clauses that provide money for treatment in case of accident or illness. Some of the clauses may also cover other family members. Depending on the insurer. |
How do you respond to the objection "I'm looking for you for accident insurance"? |
• I mean... are you calling me from the hospital?
• Or from the operating room?
• Or will your wife call me...?
• I can be of use to you then then only if we sign now
• Why now?
• Because we don't know what "then" means |
If the cost of treatment exceeds the sum insured in the travel policy. What will be the consequences? |
The insurance company will take the necessary steps to negotiate the costs with the medical service provider so that they fall within the sum insured. If this is not possible, then the difference will be paid by the insured. |
What happens to the child's policy if they die? |
• In this case, the "third parent" - i.e. the insurer - continues saving, instead of you, and the child receives the same amount at the maturity of the policy
• This is a unique advantage; no other savings instrument, which involves periodic, staggered payments, continues after the person's death |
What policies protect what the family has? |
• ... So the house, the car, the savings, the business?
- Specifically:
- Comprehensive home insurance
- Helmet insurance
• Business insurance
• And generally, any type of insurance protects family savings
• In the absence of insurance, the consequences of producing a risk are eliminated by calling on one's own saving... |
Who and how determines the value of the fund unit? |
• The daily value of the fund unit is set by the investment manager of the insurance company (can be internal or external)
• The value of a fund unit is obtained by dividing the value of the managed fund by the total number of fund units, related to the entire client portfolio
• The daily value of a fund unit is poste... |
Is the casco policy valid without ITP? |
• Not |
Who can you sell other policies to? |
• Customers who still do not have "enough" insurance
• Clients who want to raise money in the long term |
How is the death benefit calculated on a unit linked policy? |
• The insured amount in case of death is 5,000 lei
• On the date of death, the value of the account is 38,467.82 lei
• Beneficiaries upon death will receive a total allowance in the amount of:
- In the "amount" option: 5,000 + 38,467.82 = 43,467.82 lei
- In the "maximum" version: 38,467.82 lei |
How is the insured amount for working capital determined? |
• The insured sum for working capital represents:
- The cost of production, in the case of goods of own production
- The purchase cost, including taxes, in the case of goods purchased |
What are the steps to obtain a database from a specialized site (example: termene.ro)? |
- You choose the localities
- Select the companies in operation
- Select the companies that have contact details (phone / website)
- Segment the database (CAEN)
- Download the database
- You copy the information into your database (for example a CRM or Inteligenda)
- Segment the database (CAEN), as follows:
• You choo... |
What is the territorial validity of the travel policy? |
The travel policy can be valid worldwide, except for Romania, the country of citizenship, the country of residence of the insured person. There are variants of restricted geographical coverages. For example, only certain countries, only Europe, including countries around the Mediterranean Sea, the whole world without ... |
What sales actions should you take at the beginning of your career? |
- Complete and use the database with prospects and customers
- Calling prospects
- Have customer awareness talks
- Develop insurance solutions
- Communicate insurance solutions
- Explain insurance solutions
- Resolve objections
- You complete the sale |
What information do you require for the death insurance quote? |
The minimum information for bidding is as follows. What is your salary? Or the variant. What is your income range? How old are you? How long does your family need protection Do you have a loan? If so, what is its value and for what period? |
How do you respond to the objection "I don't need a savings plan for the child"? |
• Do you usually put money aside for your child?
• This special product ensures that your son / daughter will receive a certain amount, upon reaching the age of 18, or at the latest at the age of 25, as you decide
• There is no other financial product that offers this double benefit: whatever happens to you, good or b... |
How do you create the right context for asking for referrals? |
• The favorable context for asking for recommendations is the one in which the interlocutor: |
What clauses can be attached to the unit linked policy? |
• Clauses can be attached to the unit linked policy to increase death protection and clauses to provide you with money for treatment in the event of an accident or illness
• Some of the clauses may also cover other family members (depends on the insurer) |
What are the advantages of submitting insurance solutions online? |
- The main advantage of online communication is the saving of time; sending a message takes a maximum of 1-2 minutes
- The second advantage is the possibility of rereading the message
- Last but not least, reducing the number of omissions and errors, by using communication templates |
How do you respond to the objection "I'm looking for you to buy business insurance"? |
• So you call me the day before the explosion...?
• Or earthquake...?
• Then you will call 112
• You have a reputation as a manager who makes good decisions
• Do you agree that securing your business and profits is the best decision you can make today?
• A ruin brings no profit... |
Can the insured sums be changed in the additional clauses? |
• In some clauses, the insured amounts can be changed
• This can usually be done on the policy anniversary, on application, and obviously with the insurer's agreement
• If an increase in the insured sums is requested, the insurer will request the completion of a medical questionnaire
• If he notices a deterioration in... |
Is the damage covered under the warranty? |
• Not
• Damages covered by a warranty or service contract are not covered by the EEI policy |
How is the child savings plan inflation protected? |
• An example of a mechanism:
• The insured amount increases annually with the inflation index
• The insurance premium increases with a percentage communicated by the insurer |
Is casco insurance valid without winter tires? |
• Yes, but insurers apply a penalty
• When should winter tires be put on?
• The recommendation is to install them from October or at the latest when the weather turns bad (mule, snow, poles) |
Where does the money come from to pay? |
Basically, the customers of an insurer offer mutual help to each other in case one of them dies. But this aid is not sealed verbally, but through a contract administered by the insurer. |
At what value is a floating stock insured? |
• Since the risk can occur at any time, including when the stock is at its peak value, I recommend that you insure the stock at its maximum value |
How do you find out the real objection by "ask and find out"? |
• Ask
• You ask the client to say what is on his mind
• Here are some examples of clarification questions:
- Is it just me or is something bothering you?
- I feel that you have a dissatisfaction; this is true?
- I would like to move on, but I can tell that you have something on your mind... what is it about?
- Your lo... |
How do I choose a casco insurer? |
• My recommendation is to orient yourself by the number of petitions and by the weight of well-founded petitions
• You can access the ASF website for this purpose |
How is the insured sum determined at casco? |
• It is determined as the market value of the vehicle at the time of its insurance
• The insured amount depends on the degree of wear and tear applied to the new value of the vehicle
• Each insurer sets its own attrition grid, for each year, and falls within certain limits |
How is the amount insured on the building determined? |
• It is recommended that the amount insured on the building represents the new (reconstruction) value, which means the cost of building a building with similar constructive and functional characteristics |
Why do people on whom the fate of a family depends need death insurance? |
• With the death of the person, the income that he brought to the family also disappears
• Life insurance replaces the income of the prematurely deceased person
• If the dependent client asks:
• If I die, what else do I need insurance for?
• reply:
• If you die, will your descendants still need money to live on?
• Lif... |
How do you get the guaranteed amounts at the end of each year? |
• In terms of guaranteed (traditional) life insurance, of which the child savings plan insurance is also a part, capitalization means the following: every year the amount existing at the end of the previous year (called mathematical reserve) is invested, together with the premium of investments from the year starting
... |
What is death insurance? |
It is a risk product that covers death from any cause. There are also other types of death insurance, for example unlimited term insurance or insurance with return of premiums, but they are little known in Romania.
Death insurance is actually a large sum of money created instantly for the protection of your loved ones... |
What clauses for the insured (eg the parent) can be attached to the child's policy? |
- Death insurance from any cause
- Accidental death insurance
- Permanent disability insurance
- Insurance of exemption from the payment of premiums in case of invalidity
• The types of clauses differ by insurer |
What happens to the child savings plan if premiums are waived? |
• The policy remains valid but for a lower sum assured, called reduced sum assured
• In this case, the child will still have a savings plan, but "smaller", without the insured paying anything more
• A great advantage, isn't it?
• The guaranteed accumulated sum (or mathematical reserve) will continue to be invested, an... |
How is the sum insured determined? |
• The insured amount is determined based on the business plan
• There are two possible scenarios, from the perspective of the insured:
• Turnover is expected to stagnate
• The increase in turnover is estimated, with the percentage of... % |
What sections does the EEI policy contain? |
• The EEI policy contains three sections: |
How do you respond to the objection "I'm not buying life insurance now"? |
• Insurance is like a parachute: if you don't have it with you at the right time, you'll never need it again
• I could tell you a few cases, of widows who came, devastated, to open a claim... but they are too gloomy to ruin your day with them
• But I can tell you only one thing: gerbils dry up, candles go out, relativ... |
What should be your goals during your internship? |
- Get as many new customer (prospect) names as possible
- Make appointments with as many clients as possible
- Make as many offers as possible
- To sell as many policies as possible
• If the expression "as many" seems strange to you, know that it was used not because BrainO does not know how to formulate an objective,... |
What is turnover? |
• Turnover represents the amount of money that can be paid to the insured for the goods sold, delivered or for the services provided in direct connection with the business |
How can you use databases? |
• There are sites where you can get complex databases, with commercial companies in your area
• There are free databases and fee-based databases
• In addition to the fact that you instantly get all the information you need about commercial companies, using databases also has an important advantage: there are no restri... |
Why do people buy insurance? |
• Why do people buy insurance?
• What does financial security mean?
• What risks can affect a family's financial security?
• What does it mean for a family to have enough insurance? |
What does "benefit" mean in insurance? |
• When you buy a product or service that you want, the benefit is joy...pleasure...well-being...delight...delight...comfort...luxury... the pride...
• But when you buy insurance, what is the benefit?
• You keep the insurance policy in a drawer or in a folder on your laptop...
• You don't enjoy it, you don't admire it,... |
What does superior expected return mean? |
• A policy with a higher expected return refers to the fact that the customer expects, for the same money paid and over the same period of time, to receive a larger amount of money at the maturity of the policy than if he had bought a traditional policy, so guaranteed
• If you are an honest man, do not present simulat... |
Are dental problems covered by travel insurance? |
Only emergency expenses are covered, usually for a maximum of two teeth and within the limit of the sum insured specified in the policy under this clause. |
When is death insurance payment excluded? |
Just so that the insurer has money to pay the benefits. Situations where the risk of death becomes foreseeable, for example wars or pandemics are excluded. |
What information do you require to offer unit linked? |
• The minimum information for bidding is as follows:
• What is your salary?
• Or the alternative: in which range are your incomes?
• How old are you?
• What amount would the family need in case of death?
• How much do you want to invest, annually?
• Or the alternative: what amount are you willing to risk, annually, pl... |
If I make changes to the building, will the policy still be valid? |
• It depends on the specifics of the changes
• You must notify the insurer, in writing, of the changes you intend to make, and the insurer will notify you whether or not the policy remains valid, and under what conditions |
How do you respond to the objection "I don't have money to buy business insurance"? |
• I think you mean that you are a thoughtful manager and don't waste the company's money
• This is exactly what I propose: make a small, predictable expense to prevent a huge, unpredictable expense that can put the business on the rocks
• Paying the insurance will not impact the business in any way
• But the lack of i... |
Why do key people in a business need life insurance? |
• In the case of the premature death of the key person of the business (it can be a manager, a valuable engineer, an IT-st, an architect, a doctor, an exceptional professional in general), it is possible that both the turnover and the profit business to decline
• Sum insured can be equal to the profit generated by the... |
When is the interlocutor happy to recommend you? |
• When you are in a favorable position
• For example, when talking laudatory about insurance; the interlocutor will be proud to know you and brag about you |
How do you know if the story has reached its goal? |
• If the client becomes interested and enters into a discussion on the topic you proposed, it means you have achieved your goal |
What are the advantages of verbal presentation of insurance solutions? |
- Visual contact, so the possibility of influencing the client through non-verbal language (mimicry and gestures) and para-verbal language (voice)
- Ability to respond on the spot to the client's questions and objections
- The possibility to "read" the client |
What are BrainO's recommendations for you? |
• Learn to work with an agenda; first thing in the morning, when you drink your coffee, consult your diary
• Learn all you can about insurance; use only serious sources of information for this purpose
• Do every day a little of the things you dislike, but which are important; it could be calling customers or asking fo... |
What happens in case of total loss? |
• The insured receives the maximum insured sum from which the value of the wreckage is deducted
• Depending on the type of damage (accidental damage, total theft, natural events), each insurer specifies the exact compensation conditions in the policy (for example, whether or not certain deductibles apply, etc.) |
What do you need to learn at the beginning of your career? |
• With BrainO by your side, you can learn what you need anytime, anywhere |
Why should I buy life insurance? |
Buying life insurance is one of the best decisions you can make for your family's safety. What could cause you to put your family at risk? |
What are the stages of the "three-legged table" method? |
• Each of the stages has an important role
• Whichever step you skip, it will be harder for you to reach your goal |
How do you plan your activity if you can only work in the evening? |
• If you can deal with insurance only in the evening, then it means that:
- You can call prospects only in the evening
- You can only have meetings in the evening
- You can do all the rest of the sales actions (bidding, issuing) only in the evening
- You can only study in the evening
• Meeting with the client must alw... |
What happens to the unit linked policy if premiums are waived? |
• Risk premiums and policy administration costs will continue to be deducted from the account value
• The number of fund units will decrease over time
• And during the period in which the payment of premiums was waived, the client can make additional payments
• It is an advantage worth considering
• With a traditional... |
What does it mean for a family to have enough insurance? |
• And when you consider that most customers think that an RCA is enough for them...!
• Do you realize how many policies you can sell your customers because they urgently need them, even though they don't realize it yet?
• You will be able to try to sell other insurance policies only in families where there is not enou... |
How do you deal with the "Not now" objection? |
• It is actually another form of expressing the objection "I don't need"
• A customer who is aware that the risk exists and can occur at any time does not postpone the purchase of insurance, especially for the most serious risks (death, disability, destruction of the home)
- A: Not now
• Insurance is like a parachute:... |
How to tell a story to "catch" the client? |
• Be natural
• Surprise with the turn of phrase
• Presents a parable of the story
• Ask the customer's opinion, at least at the end of the story
• Match the tone to the message |
What happens to the death policy if premiums are waived? |
In the case of waiving the payment of premiums. The policy remains valid only during the grace period, which is usually 30 days. If the death occurs after the grace period, the insurer has the right to refuse payment of compensation. Some insurers grant a grace period after the grace period in which the policy can be ... |
How do you present the benefits of mixed life insurance? |
• At the maturity of the policy you receive the sum assured plus an additional profit
• Throughout the duration of the contract, the family is protected, in the sense that they will receive the sum insured in case of premature death
• Basically, whatever happens to you – good or bad – the same amount of money enters t... |
How can you deal with stingy customers? |
• I understand that you have no money
• I mean... money to throw away
• Since you paid money on the car policy (example), you realize that the risk exists, don't you?
• This is the most important
• If you don't have a few hundred lei for the insurance you lack, where will the family get a few tens of thousands of Euro... |
How much money do I get if I cancel the unit linked policy? |
• Termination of the policy actually means selling the fund units and collecting the resulting amount
• The insurer will sell the fund units in your account at the price on the day of registration of the request and pay you the account value
• A penalty may apply |
How do I know the insurer will pay? |
You enter into a contract with the insurer, which must be respected by both parties. |
Why don't I get anything back if I cancel the policy or if I survive at expiry? That he just didn't die? |
Home insurance. You get something back when the policy expires, but at CASCO? Death insurance is the same. Life insurance is risk insurance without savings. This is also the reason why this policy is cheap. With a small premium you can buy a large sum assured. |
Are there age limits for death insurance? |
Death insurance age limits. Age limits differ between insurers. The usual ones are the minimum age of the insured when the policy is issued 18 years. The maximum age of the insured when the policy is issued is 60 years. The maximum age of the insured at the maturity of the policy 75 years. |
Why is it good to present your work strategy? |
• Customers are not used to being asked questions, especially uncomfortable or thought-provoking questions
• They are used to being presented with products: "We have...", "It's the best...", "It's the cheapest..." etc.
• But making a client aware of the risks is done by asking questions that may create temporary disco... |
How do you answer "I don't have money to buy home insurance"? |
• I ask you a simple question: if you don't have 100 Euros, where will you get 100,000 Euros?
• And 100 Euros per year means 1.5 lei per day
• Do you risk the fate of your family for 1.5 lei per day?
• For 100 Euros, you ensure that the insurer, from the millions of Euros it has, sets aside 100,000 Euros for you
• And... |
How do you get the information to quote on death insurance? |
• I have thought of a solution, depending on the income you have and other similar policies I have made
• Tell me, the amount of... lei, is it enough, or do you want to leave more to the wife, in case...? (choose at least 36 salaries) |
What does full casco insurance mean? |
• There is no full casco in Romania because, just like any other insurance, casco also contains insured risks, mentioned in the policy, completed with the related exclusions, also specified in the policy |
How can you approach old customers when you are face to face with them? |
• The customer is in front of you
• You have collected the installment, or renewed the policy, probably exchanged pleasantries, as you usually do…
• Now you want to propose a new insurance
• And you know from experience that your proposal might be met with reluctance, if not hostility
• Therefore, you must prepare you... |
What do you think you don't do well (what doesn't work for you)? |
• You may be dealing with several of the four typical problems, but find it difficult to solve them all at once
• Choose one of the issues you want to focus on next: |
How do you capture interest in home insurance? |
• An accident can occur in the home... a short circuit... a spark... a gas leak, at your place or at your neighbor's... it's possible, isn't it?
• A fire may occur...or an explosion...or an earthquake
• And in a few minutes it is gone... where in the morning your dwelling was, in the evening you may find a smoking rui... |
What are additional clauses? |
• Additional clauses are sickness and accident insurance, which can be attached to the basic insurance
• Some of the clauses may also cover other family members (depends on the insurer) |
What mistakes to avoid in the telephone approach? |
• In the telephone approach, your main "weapon" is your voice; use it as effectively as you can:
• Avoid:
- Flat voice
- The stammer
- Long sentences
- Diminutives
- Sweets
- Flattery
- Arrogance
- Presentation of products - with one exception
- Exaggerations
- Apologies
• Each of these mistakes is an additional reaso... |
What policies protect the family from accidental payment obligations? |
• All liability insurance protects the family from accidental payment obligations
• If you flooded the neighbor below, and you don't have liability insurance, take a few hundred Euros out of the bank and paint his apartment
• But if you have fatally injured some pedestrians, and you are obliged to pay hundreds of thou... |
What is secured by the business interruption clause? |
• The business interruption clause ensures the gross profit
• There is the possibility of exclusively ensuring fixed, constant or increased costs, and the clause is called "increased work costs" |
How can you use the time you have effectively? |
• An intermediary does two types of activities:
- Productive activities, those that increase production
- Administrative activities, those that preserve its production
• The limited time allocated to insurance requires minimizing the time allocated to administrative activities, in order to maximize the time allocated ... |
How can you make old customers aware? |
• Customer awareness by presenting the benefits
(if it's easier for you to talk about products)
• Customer awareness through "360° risk analysis"
(if you master the questioning technique)
• How long do you keep trying to sell more and more policies to your client?
• Theoretically, until he gets to have "enough" insura... |
What is an additional payment? |
• The additional payment consists in buying some fund units at a given time
• It is recommended that this operation be performed when the fund unit is cheap (has a small value)
• Making an additional payment is an advantage specific to investment products
• Additional payment, in the client's language:
• If you want t... |
What is the specificity of the telephone approach? |
• Because Romanians are not used to taking care of themselves, they are reluctant or even hostile when approached by an insurance intermediary
• The telephone approach is an activity with a high nervous consumption, which generates discomfort
• The fact that you anticipate being turned down, sometimes even in a cheeky... |
What total amount does the beneficiary (child) receive when the policy matures? |
• The guaranteed technical interest is a minimum value that the insurers obtain, throughout the duration of the contract
• In reality, insurers usually get higher investment returns (improperly called "interests").
• Correct is the investment result and not the interest because the interest is specific to bank deposit... |
What are the objectives of the telephone approach? |
• The telephone approach has a main objective and a secondary objective:
- The main objective is to schedule an appointment
- The secondary objective appears only if the main objective has not been reached, and consists of obtaining information for bidding
• The telephone approach has a main objective and a secondary ... |
How can you streamline administrative activities? |
• What are the main administrative activities? |
How do you present the exemption from paying premiums in case of disability? |
- From what source will you pay the premiums?
- Do you work for a salary, or do you receive it as a gift?
- In order to work, the first condition is to be able to work, okay?
- If there were an accident that would make you unable to work, your salary and insurance would disappear, wouldn't it?
- If the insurance conti... |
Which casco policy should I choose, with or without excess? |
• Depends
• Both options have advantages and disadvantages
• Usually, customers who have deductible policies are more careful
• But, even if you take out a policy with a deductible, but if the accident is the fault of another driver, identified, then the deductible does not apply
• The choice is yours |
How do you answer the "I don't need life insurance" objection? |
• You know the saying "Trouble never comes alone"
• What about the ambulance service you might need?
• Or SMURD...?
• Why?
• Because… it can happen, right?
• You probably have some money in the bank, which today is there, tomorrow you take it out, enjoy it...
• ... and the accident always comes when we least expect it... |
How not to fall into the trap of prematurely discussing price? |
• Price?
• Whose price?
• For which of the 200 types of policies will you tell the price...?
• As if you were at a doctor and you ask him how you entered the office door and how much the treatment costs, without him having any idea what disease you have...
• Customers are tempted to ask about the price of the policy a... |
What is the advantage of approaching strangers? |
• Due to the surprise effect, the people approached become curious:
• "Who will be the one approaching me?"
• "If he has this audacity, it will be something on his head"
• If he will buy from you, a person approached directly will do so only because you convinced him, through your salesmanship
• Relationships built fr... |
What happens if I stop paying the premium? |
• The policy remains valid during the grace period, which is usually 15 days
• Subsequently, the policy can be suspended, for a certain period of time, according to the provisions of the insurance conditions (the duration depends on the insurer) or it can be terminated, starting from the date immediately following the... |
How can you ask for referrals when the client has realized how valuable you are? |
• Thank you for your likes
• It's nice to have people speak well of you
• Then continue with one of the scenarios below: |
How can you streamline the transmission of policies? |
• Renewed policies can be sent online, on WhatsApp or by email, accompanied by a brief description and the presentation of the information required for online payment
• Using online communication templates, the process of submitting the policy takes 2...3 minutes, compared to 30...60 minutes for the round trip and han... |
How do I proceed in case of damage to the travel insurance? |
There are three situations. It's best to notify the support company immediately so they can tell you what to do. In case of minor problems, you can pay yourself and later get your money back from the insurer. Careful! Insurers have a cost limit beyond which they no longer compensate. If the support firm is not notifie... |
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